Sales Strategy Probability Selling.

An Ephor Group Briefing on Sales Go-To-Market Practices.

 

What’s your sales strategy?

• Is it baseball where batting 300% gets you into the hall of fame?
• Or football where 60% gets you into the hall of fame?

60% passer completion rate gets you to the Hall of Fame in the NFL. What is the conversion rate for your business?

B2B studies show that it now takes eight (8) nurturing interactions with a qualified sales prospect for them to have brand recognition and champion interest in a product or solution. 

 

Nurturing Campaigns and Sales Support Programs Increase the Probabilities of Sales Success.

Improving sales conversion rates requires prospects to recognize your brand, believe in your product or solution, and be ready to buy.

• Nurturing campaigns ensure prospects keep your company, product/solutions, and experts forefront of mind.  Nurturing campaigns also educate buyers to additional benefits which ensure pricing margins.
• Sales support programs provide the rationale (based on value-add ROI and risk protection) opportunities need to convert them from prospects into customers.

 

Increasing the Probabilities of Success Requires Minimizing Sales Execution Risks:

• Never put a sales person in front of a buyer with less than a 1 in 3 probability of buying today.

• Be recognized by buyers: brand awareness is a requirement in today’s marketplace for B2B. 

• Be positioned as #1 or #2 in each of your target markets.

• Think like your customers and equip your sales team to show that they understand customers needs and corresponding required solutions.

 

Marketing Assets Drive Sales Conversions and Increase the Probabilities of Sales Success.

For B2B sales, marketing assets improve the ratio of sales conversions by impacting the drivers of any successful, repeatable sales process.
          Sales Win Rate = # of Qualified Opportunities X Readiness to Buy (% of Qualified Prospects * # of Nurturing Interactions).

 

Contact us at ephor[at]ephorgroup.com for a complimentary list of sales support tools and examples customized for your industry. 

 

 

Executives have three options for growth. What's the best investment of your resources?

• Sell more products, services, and solutions
• Sell to more customers
  • Expand to new customer segments
  • Expand to new markets
• Acquire capabilities or market share

Read more about the 3 options for growth.

 

What's the best investment of your sales GoToMarket resources?

• Push marketing (Direct Marketing & Telemarketing / Telesales)
• Pull marketing (Brand, PR, eMarketing, Social Marketing, Internet Marketing)
• Direct sales (Probability Selling best practices)
• Alternative distribution (3rd party agents, channel sales, VARs, strategic alliances, etc.)
• Customer loyalty

 

Today’s difficult economic climate and operating environment creates complex challenges to creating exponential growth. The current economic realities place more stress and new constraints on leadership to make the right decisions and adjust their financial models and business dynamics.  In this new economic reality, it’s critical that leadership maximize the entire spectrum of growth opportunities, including those initiatives around M&A and Corporate Development. 

 

By employing specific tactics, processes and best practices that mitigate both investment and execution risks, the stated business objectives can be achieved, even in this most difficult economic environment.

 

Ensuring your success is all about increasing your probabilities of success. Increase your probabilities of success by utilizing a

1. Portfolio approach to attracting, retaining, and growing.
   1. Use multiple routes to market
   2. Sell multiple solutions to multiple segments/markets
2. Implement real-time market and competitive INTELLIGENCE routines to constantly re-evaluate and adjust strategies and tactics.

 

“The goal is wealth creation by driving shareholder value through the use of efficient GoToMarket methodologies and experienced execution,” said Garry E. Meier, Chairman of Ephor Group.   “Creating wealth is all about creating the qualities of right: the right strategy, with the right people, with the right model, and the right business process. Our GrowthWEDGE approach provides the required operational execution support and risk mitigation strategies that every strategy warrants.”

 

Contact Ephor Group
713.977.3600
ephor[at]ephorgroup.com
Chairman: Garry E. Meier